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0:23:32

Grow your practice through service

David M. Ethell, LUTCF 0.0

We all know we need to see the people and that referrals are the best source of prospects. However, how do we track them and manage our client base? Effective management of this important information is just as important as prospecting. Learn how to manage your client relationships with your smartphone. Most agents spend 90 percent of their time finding new clients. Learn how to manage your existing clients through relationships and service.

0:18:20

It’s not about the money

Mary Fenwick 0.0

After her husband’s unexpected death, Mary Fenwick found that money was tied up with too much emotion. That was when her agent stepped up to help her and her family. Fenwick will share her story to illustrate why the role of an agent is not just about the transaction of selling a product, it’s about building a relationship over time. Selling a life insurance policy is one thing, but helping sort out the mess when there’s been an unexpected death is what is truly important. Fenwick is an advice columnist for Psychologies magazine, and she draws on her own experiences to help people acquire the skills needed to build enduring and genuine relationships.

0:06:19

Little things make the difference

Marc A. Silverman, CFP, ChFC 0.0

The home team has the advantage — that's the reason Marc Silverman hosts client meetings in his office. He describes the special touches in his office and client appreciation events. Presented at the 2016 Annual Meeting.

0:11:57

Approaches to long-term care

Timothy Clairmont 0.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

0:24:20

The innovator's edge: Insurance sales in the 21st century

Ryan J. Pinney 0.0

Ryan Pinney uses innovative technology, including social media, to drives sales. What you do in the business doesn't matter until you make it about the clients.

0:18:52

How to add value to your business

Jedediah Harrison Levene, CFP, CLU; Marc Berube; James Alex; Sarah J. Kaelberer, CFP, ChFC 5.0

Ensure the long life of your business and the protection of your clients now, even if you're just entering the field. In MDRT's Podcast, Episode 3: "Adding Value," four MDRT members discuss how they add value to their business, and the steps you should take to do so as well. <br> <br> For more info on business continuation planning, please visit <a href="http://www.imdrt.org/decision/index.php">http://www.imdrt.org/decision/index.ph</a> <br> <br> Featured in this episode are Jedediah Harrison Levene, CFP, CLU; Mark Berube; James Alex, and Sarah J. Kaelberer, CFP, ChFC. <br> <br> Subscribe to the MDRT Podcast through SoundCloud or iTunes. <br> <br> This example is for educational purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation. <br> <br> The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.

0:11:29

20-plus business referrals at one sitting

Nathan M. Perlmutter, CLU, ChFC 3.5

Position yourself for large amounts of business-owner referrals.

0:17:36

Great meeting and great mentors

Yolie Aleman-Rodriguez and Logan Naidu, ACII, CFP 0.0

Hear about benefits of mentoring for both parties, niche marketing, being an aspirant, value of MDRT and the mentoring program.

0:26:51

The 5 keys to ultimate health

Dr. Ross Walker 0.0

Achieving ultimate health is a dream for many. However, the solution for health issues cannot and should not be found in a pill. There are five key ingredients necessary for people to be the healthiest they can be. Dr. Ross Walker, cardiologist and author of seven bestselling books including “5 Stages of Health” and “Highway to Health,” will discuss how to achieve these five keys.

0:01:37

Why attitude matters: One-minute inside a high-performing office

Stephen Kagawa, FSS, LUTCF 5.0

Skills can be learned, but behavior and attitudes are shaped over a lifetime. Those can't be changed. Focus on hiring for attitude.

0:19:05

An unexpected journey

Adelia Chung, CLU, ChFC, and Spencer Dung 0.0

Adelia Chung has been in the financial services business for more than 30 years. She was the first female MDRT President, serving in 2005, and currently is a Top of the Table member. Her son, Spencer Dung, is following in her footsteps, albeit along his own path. He attended the University of California, San Diego, where he received his bachelor’s in economics, and is currently an assistant vice president of Foresters Financial. This dynamic mother-son team has an amazing amount of applicable information to share. They will show you that while times have changed, the fundamentals of the business have remained the same, and there really are basic transferrable principles for success.

0:26:11

Mercy ships

Don Stephens 0.0

Mercy Ships founder Don Stephens shared his story of how his organization serves adults and children in Africa. The ships serve as floating surgical centers, and also provide training to doctors. Presented at the 2016 Annual Meeting.

0:01:44

Help your clients stick to the plan: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 0.0

Sticking to their financial plans is critical component to clients reaching their financial goals. Sometimes, however, clients veer off course. Keep clients on track using this advice from a Top of the Table qualifier.

0:01:36

How to use social media for financial planners

David Braithwaite, Dip PFS 0.0

An MDRT member who got his biggest case from Twitter shares social media tips.

0:10:38

Navigating clients' emotions

Paula C. Brancato, MBA, CFP; Jeanmarie Elizabeth Kricher 5.0

Clients' emotional decision making can be challenging. Paula C. Brancato, MBA, CFP, and Jeanmarie Elizabeth Kricher share how they've learned to determine what their clients really want and build trusting relationships with them. <br> <br> Subscribe to the MDRT Podcast on SoundCloud or iTunes. <br> <br> The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.

0:09:10

The income robbers

Sonny Goldstein, CLU, CFP 0.0

Goldstein shares how products he provides can protect your prospects' income against death, disability, old age and taxation.